Enterprise Account Executive
Praecipio
SFDC
Job Level
Mid-LevelSenior
Tech Stack
CloudSFDC
About the role
- Sell SailPoint Identity Security solutions to customers and exceed revenue quota goals on a quarterly and yearly basis.
- Master discovery calls and qualify opportunities, understanding competitive positioning.
- Lead and marshal virtual teams (partners, presales, partner managers, deal desk, professional services, BVA, customer success) to win deals.
- Develop business and territory plans aligned to geographic and business needs; create opportunity plans and account plans for key accounts.
- Strategically engage and work with business partners; collaborate with Marketing and Channel Managers on plans.
- Follow-up on all leads, ensure internal systems (Salesforce, Clari) are updated and maintain SFDC hygiene.
- Coordinate, plan, and schedule sales support functions with Technical Sales staff; demonstrate SailPoint’s advantages.
- Manage full sales cycle: qualifying, presentations, demonstrations, RFP responses, negotiations, and closing.
- Maintain deep understanding of territory customers, prospects, partners, influencers, and competitors; ensure high customer and partner satisfaction.
- Accurate forecasting, reporting, and hygiene in sales tools; present forecasts and progress to Sales Management.
Requirements
- Who will be a master in first engagements and discovery calls to qualify the opportunity.
- Who will be highly proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta and Saviynt.
- Who will provide a superior customer experience from the first discovery call and leverage their skills in competitively positioning our solutions and a broader value proposition including the partners services.
- Who can lead a virtual team of partner resources, presales, partner manager, deal desk, professional services, BVA team, and customer success to deliver sales wins and customer success.
- Who can act as the quarterback: make good decisions about who should engage and when and make people accountable for following through.
- Who can work independently to create a territory or opportunity plan including the steps required to get from discovery through to the next step.
- Who is a good listener and has the ability to assess the situation and make the best choices.
- Demonstrate the ability to create and manage conversations at all business and technical levels of a client's organization.
- Utilize all channel management and reporting tools; maintain accurate forecasting and Salesforce/Clari hygiene.
- Ability to qualify opportunities, deliver presentations, demonstrations, RFP responses, negotiations, and close deals.
